Breaking Sales

This week on Breaking Sales, we conclude our eye-opening conversation on the psychology of high performance with Dr. Eric Potterat and Alan Eagle, authors of "Learned Excellence: Mental Disciplines for Leading and Winning from the World's Top Performers."

In this final installment, we'll challenge some common misconceptions about excellence, explore the power of your social circle in shaping your success, and unpack the ABC model that top performers use to manage their thoughts and reactions. Eric and Alan also share their expert recommendations on how you can take those first steps towards improving performance, providing some surprisingly simple strategies that can make a big difference.

Read “Learned Excellence” here: https://a.co/d/9vQiv2I

What do Navy SEALs, professional athletes, and top sales professionals all have in common? On the surface, it may not seem like much. 

However, when you dig a little deeper, you’ll notice a crucial commonality: They actively cultivate and practice learned mental disciplines to optimize their performance under pressure. In part two of our conversation with Dr. Eric Potterat and Alan Eagle, authors of "Learned Excellence: Mental Disciplines for Leading and Winning from the World's Top Performers,” we'll explore crucial topics like curiosity, reflective thinking, and adversity tolerance—skills that are essential for success in any field, but especially in sales and leadership. 

We'll unpack how top performers use visualization techniques, breathing exercises, and pre-performance routines to prepare for high-stakes situations. 

Whether you're gearing up for an important sales call, a crucial presentation, or leading your team through challenging times, Eric and Alan’s insights will help you elevate your game.

Read “Learned Excellence” here: https://a.co/d/9vQiv2I

For the 150th episode of Breaking Sales, we’re welcoming “Learned Excellence” co-authors Dr. Eric Potterat, a leading performance psychologist who has worked with everyone from professional athletes to Navy SEALs; and Alan Eagle, a former Managing Director at Google and an executive communications consultant, to explore how excellence can be learned and is absolutely accessible to all of us, regardless of our field or stage in life. 

We'll examine the mental disciplines that drive high performance, how to strengthen adversity tolerance, and how the power of identity drives elite performers.  

If you're ready to understand what truly drives excellence and how you can apply these principles in your own life and career, this episode is a must-listen. 

Read “Learned Excellence” here: https://a.co/d/9vQiv2I

Have you ever found yourself walking a tightrope between being perceived as too aggressive or not assertive enough in the workplace?

In this episode of Breaking Sales, Pam and Kristie share their perspective on assertiveness in the workplace. Drawing from their extensive experience as female leaders in male-dominated industries, they challenge common gender biases and explore the difference between assertiveness and aggression.

You'll discover how personality type affects your natural level of assertiveness, and learn tactics designed to help you develop this essential leadership skill. Pam and Kristie share practical strategies for delivering confident, direct communication while maintaining authenticity and building trust.

Listen in as we unpack the art of confident communication and learn how to match your assertiveness to any situation.

Have you ever wondered why some salespeople consistently outperform others, even those who, on the surface, appear equally talented? High performance is not just about natural ability - it’s also about the intensity and quality of preparation. Chances are, these top sales professionals are spending more time and energy preparing for their meetings than their peers. 

In this Snippet, Dan sits down with Nick Hardwick, former Center for the San Diego Chargers, to explore the parallels between preparing for a high-stakes football game and preparing for crucial sales meetings. They’ll dive deep into why talent alone isn’t enough to succeed in the long run, how to build systems that position you for greater success over time, and preparing for the unexpected so you can stay flexible when the game (or sales conversation) changes. Nick's insights from the world of professional football will challenge you to rethink your approach to sales preparation and give you practical strategies to elevate your game.

Ready to transform your sales preparation and performance? Listen to this snippet, and then scroll back to Episode 10, Preparing to Win with NFL’s Nick Hardwick, to hear the full conversation on the power of preparation in high-stakes situations.

Have you reached your full potential?

If you’re a high performer, the answer should be a resounding "not yet." There's always room for growth, always another level to reach. Personal growth is a never-ending journey where we are constantly working toward becoming the next version of ourselves.The secret is learning how to embrace that change.

In this episode of Breaking Sales, Dan and Pam dive deep into the power of change and experimentation. They’ll explore why experimentation is crucial for personal and professional growth, and how it can help you reach that next level of performance. We'll break down the mindset shifts needed to embrace change, and why being willing to make mistakes is essential for learning and growth. You'll learn how to approach change as a game of creation, and discover practical exercises to visualize and work towards your future goals.

It's no secret: many people in high-performance careers pride themselves on their work ethic. At first, the late nights, early mornings, and minimal sleep feel exciting and fulfilling. But as time goes on and they advance further in their careers, many begin to realize this approach isn't sustainable, or even productive in the long run.

In this episode of Breaking Sales, Dan and Pam explore the critical importance of rejuvenation and grounding for high achievers and why taking time to recharge isn't just a luxury—it's a necessity for maintaining clarity and avoiding burnout.

You'll discover how small, intentional habits can make a big difference in your overall well-being and productivity, the hard choices that come with prioritizing rejuvenation, and why being deliberate is so critical to avoiding burnout. Dan and Pam even share their personal methods of mental and physical rejuvenation, from evening walks and classical music to early morning workouts and prioritizing sleep, as inspiration on how you can make a change in your life.

Tune in if you're ready to transform your mindset and boost your performance without sacrificing your well-being.

Has this ever happened to you? You walk into a sales conversation with your product demo ready. You’ve rehearsed your presentation to perfection, knowing every line and figure by heart, only to find your prospect is disengaged and uninterested in your production.

There’s a reason this didn’t work: You made the conversation about yourself. Instead of approaching the prospect with curiosity and asking questions about their business, you relied on a rehearsed demo presentation that didn’t require you to step out of your comfort zone and engage with the prospect on their level. So how do we fix this?

In this snippet, Dan shares why relying on your demo, though tempting, can hurt your ability to connect with your prospects and close the deal. We’ll explore why this leads to missed opportunities and misaligned solutions, and how you can adjust your mindset to better serve your prospect’s needs, not your own need for comfort and security. Listen to this snippet, and if you liked it, scroll back to episode 42, “Disqualifying You Is Easier” to hear the full conversation.

Sales leaders often stress the importance of differentiation. But what if I told you that the conventional wisdom on how to stand out in sales conversations actually makes you sound more like everyone else?

When have you ever heard a competitor of yours say to the prospect, “our resources aren’t that good?” 

Differentiation isn't about having the most offices, the smartest people, or even the best product. True differentiation has to come from within you - how you show up mentally.

In this episode of Breaking Sales, Dan and Kristie dive deep into what it takes to stand out in a crowded marketplace. They’ll challenge the conventional wisdom about differentiation and explore why your mindset matters more than any feature or benefit you can tout. How it’s often your ability and willingness to ask the questions others are afraid to ask. 

When was the last time you actually enjoyed responding to an RFP?

The harsh reality is that buyer expectations are through the roof. The old playbook just doesn't cut it anymore. But what if there was a way to completely flip the script on RFPs? To turn them from a soul-crushing exercise into a chance to truly connect with your prospects?

In this episode, Kristie and Dan dive into the mindset shift that can help you disrupt the RFP game, challenging everything you think you know about the process.

What if instead of a scripted song and dance, you could have a real dialogue? What if you could build trust by being radically honest? And what if setting clear boundaries actually led to more success?

Dan and Kristie break down exactly how to approach RFPs in a whole new way. One that keeps you objective, strategic, and focused on what really matters: helping your prospects make the best decision possible.

If you’re ready to throw out the old RFP rulebook and try something that might just transform your entire sales approach, listen in.